On this episode of Former Fed Friday, Hunter Gros and Shelley McGuire welcome Lee Ann Crochunis, former CMS Deputy Director of the Office of Information Technology and now Technology Account Lead focused on CMS at Guidehouse, for a candid conversation about the realities of government, industry, and what it takes to successfully bridge the two.

Drawing from more than 24 years at CMS and leadership roles in both government and industry, Leanne shares why empathy—not assumptions—is one of the most valuable skills anyone working in the federal market can develop. She explores the unseen pressures driving both federal employees and contractors, why commercial solutions often require more adaptation than companies expect, and what industry frequently gets wrong when trying to build relationships with government leaders.

Rather than focusing on the next sales pitch, Leanne challenges listeners to rethink how they engage with federal customers by listening more deeply, understanding context, and building genuine trust before offering solutions. Whether you’re new to GovCon or a seasoned federal contractor, this episode offers practical lessons on navigating change, translating commercial innovation into government, and creating partnerships that last.

To connect with Lee Ann visit her on LinkedIn here.
Learn more about Guidehouse by visiting their website here.